Post on 02-Jun-2018
transcript
8/10/2019 Sales - Usman
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MAKE
SOMETHING
PEOPLE
WANT
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“Making a sale is not the objective,it’s a symptom of a successful
communication and indicates youunderstand the customer.”
Lou Ecclestone
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picture courtesy wwwmailchimp.com
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STEP 1: KNOW EVERYTHING ABOUT YOUR CUSTOMER
Their goals and priorities, both long term
and short term
Customer’s customers and customer’s
competitors
Severe pains they are facing / possible gains The customer’s company culture; and it’s
core values
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MAP THE
CUSTOMER
ORGANIZATION
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INVOLVEMENT
AUTHORITY/RESPONSIBILITY
CHAMPION GATEKEEPER ANALYSTC G A
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BONUS TACTIC
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ZIPPERING
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STEP 2: MAP THE CUSTOMERS ORGANIZATION
The key here is to follow the money
Identify all players involved in the
purchasing decision
Develop a champion to push your agendaUse zippering to lock up key relationship that
will be needed in closing the sale
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ACQUISITION
TACTICS
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It is very likely that one
channel is optimal. Most
businesses actually get
zero distribution
channels to work. Poordistribution—not
product—is the number
one cause of failure.Peter Thiel
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VIRAL MARKETING VM
PUBLIC RELATIONSPR
UNCONVENTIONAL PRUP
SEARCH ENGINE MSEM
SOCIAL ADSSO
OFFLINE ADSOA
SEARCH ENGINE OSEO
CONTENT MARKETINGCM
EMAIL MARKETINGEM
ENGINEER MARKETING API
TARGET MARKET BLOGSTB
BUSINESS DEV BD
SALESS
AFFILIATE PROGRAMS AP
EXISTING PLATFORMSEP
OFFLINE EVENTSOE
SPEAKING EVENTSSE
COMMUNITY BUILDCB
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BONUS TACTIC
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STEP 3: FIND YOUR WINNING ACQUISITION CHANNEL
Go through each channel and evaluate viability
Setup a critical milestone to work towards
Prioritize your channels with the greatest
probability of achieving your goals
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THANK YOU@usmansheikh